Most buyers prefer to do their research online before talking with a salesperson, and digital transparency is becoming increasingly important. When Kenneth Burke was looking for a product, he did his own research and asked for referrals, then had a...
It's one thing to be able to sell to someone when we know that they're coming to us with a particular problem. But as Daniel Pink wrote in his book, To Sell is Human: "Our job is helping them uncover those problems that they don't know that they...
Tiffany Lyman Otten shares her buying experience, pricing, and the simplest thing she ever heard at her first sales job. Something companies, sales, organizations, and even founders trying to sell have yet to comprehend.
Kenneth Burke and I connected when I went on LinkedIn and saw him share some of his buying experiences. Kenneth is the VP of marketing for Text Request, a business messaging platform. And if you follow him on LinkedIn, you know he just put out some...
How do we keep our teams motivated and accountable?
Tiffany Lyman Otten joined me last month to share her good and bad buying experiences. And yes, she brought it! Tiffany is the Head of Marketing for The Future of Protein, an un-agency owner specializing in fractional marketing leadership and...
Believe it or not, buyers want to buy your solution. And for the most part, buyers have an idea of what they need and how to get there because they have goals in mind.
Jane Gentry had much to say about her nightmare buying experiences that we might have a blog series.
Jane Gentry is an excellent connector with a fantastic set of skills. She's known as the CEO advisor. Jane is a business consultant for small to midsize firms handling everything from strategic growth issues to how we set those strategies. And the...
When making tough decisions, do you consider the laws of social influence? For instance, the group's actions and attitudes of the whole become that of the individual. We rise to the lowest level of the people we surround ourselves with.
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